Outside Calling School


This series is for professional callers, including lenders, mortgage originators, wealth managers, and experienced branch managers.  This program includes pre-call planning, in-person or virtual appointment, and post-call follow up.  We also cover negotiation, handling objections, and pricing.

SKU: 10795 Category:
Code: C1603VC


Program Agenda

  •  Generational similarities in decision-making
  •  Which sales approach appeals to each generation or buying group
  • Making the Sales Call
  • The Critical Importance of Sales Questions
  • Moving the Sale Forward
  • Managing Key Objections
  • Effective Digital Closing Technique
  • Sales follow-up
  • Tactical roadmap to beat the competition


Frontline salespeople such as branch managers, wealth managers, commercial lenders, mortgage and consumer lenders, and business development officers will find the strategies, techniques, and tools discussed will have a tremendous impact on sales growth.

Available Dates

(Notify CFTEA Office of your choice of upcoming class of your choice by putting in the note section of your order.)

  • Fall 2022: Session 1- October 5, Session 2 – October 19 | 9:00 am – Noon EST


  • Summer 2022: Session 1 – July 12, Session 2 – July 19 | 3:00 pm – 6:00 pm EST


Award Application and Career Pathing

The Outside Calling School applies toward the completion of the Outside Calling School Certificate.


The two-part Outside Calling School helps you drive new revenue, understand your clients, and maximize your time spent selling. You will learn how to tailor your value statement to match the needs of the individual or business borrower, or buyer. We emphasize how to spend your time on the right clients that result in sales growth, while maximizing the highest value opportunities in
your market.

We utilize a password protected and encrypted Zoom platform that enables us to deliver the presentation in a classroom format, plus offer the opportunity to participate in group exercises and discussions in separate Zoom rooms.

Part 1 – Prospecting and Call Preparation
How do I get more prospects in the funnel and improve my sales results? This lively presentation will give you proven tips, techniques, and systems from the most successful sales oriented financial institutions, to enhance your skills and improve your productivity. You will learn the most efficient ways to prospect, including how to set appointments through virtual technology, email, phone calls, and direct mail. You will also learn to properly set up an in-person or virtual sales call to deliver results.

Part 2 – Buyer Behavior and the Winning Call Experience
This fast-paced, e-classroom seminar will look at the differences in opinions, views, and buying behaviors of individuals and businesses. You will learn how to modify your strategies to grow business from each generational segment, including appropriate adjustments to your digital and in-person client approaches and experiences. Your buyers are regular consumers, business owners, employees, corporate executives, and so forth, but how they are affected by their age cohort has an effect on how they make financial decisions.

You will also hear and discuss how to effectively deliver a winning experience inside a personal or virtual call, including opening comments, effectively asking great questions, and follow-up. We pay special attention to professionally closing, as 64% of salespeople fail to ask for the business.

CFT Training Program


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